From the initial launch of your enterprise through its various growth phases, you, as founder/owner, will be called on to negotiate with everyone from investors, partners, and suppliers to employees and customers. To become a successful negotiator, you’ll need to be flexible and creative. In addition, you must be well informed about all the issues to be discussed. Don’t miss this research step; your case hinges on it.
Following are some characteristics you’ll need to negotiate a deal and reach a successful conclusion:
- Objective analysis. A good negotiator should be objective in analyzing core issues and focusing on outcomes. The ideal solution is a win-win for both parties.
- Seeking common ground. Successful negotiators look for areas of agreement and familiarize themselves with the other side’s arguments so that they can anticipate and counter them.
- Active listening. Uncover signals that may lead to some give and take by identifying verbal nuances and reading body language.
- Verbal skills. A good negotiator is able to state a case and explain the reasoning behind it. He or she should also be able and prepared to articulate desired outcomes. The ability to speak clearly and effectively is critical.
- Problem-solving ability. Good negotiators are receptive to compromise, comfortable with out-of-the-box thinking, and open to creative solutions.
- Emotional control. It may be the negotiator’s patience, restraint, and ability to stay positive that ultimately determines the outcome of a negotiation.
And don’t forget the intangibles, such as trust, respect, and integrity. These will stand you in good stead during and, maybe more importantly, after negotiations.
NextVision Sales Institute
Learn more about how NextVision Sales Institute can help you and your team learn the art of negotiating at www.nv-si.com or email us at info@nv-si.com to set up a consultation.
